Lily’s Secret to Selling Without Rejection
Lily Ellerton was one of the most successful telesales people I have ever worked with. Each month she was either number one on the sales chart or number two.
How did she do it? By pro-actively making dozens of outbound calls each day, being positive and persistent and . . . something else.
If you are not in the habit of doing what Lily does, just try it for a week and see what happens. It is a soft sell approach; different than a hard sell, and extremely effective. Lily’s secret? A trial close.
Four Benefits with a Trial Close
From How to Win The Sale and Keep The Customer
By trial closing,
1. You are getting feedback from the customer without actually asking for the order.
2. You are taking pressure out of the sales situation because: You are not asking the customer to make a decision.
3. You are only asking your customer for his/her opinion.
4. An opinion is easier to give than a decision.
Low-Risk Strategy
At first it may feel uncomfortable to ask the prospect how s/he feels about your product or service. But remember: you run little risk of rejection with trial closing. The trial close can be used any time during the selling process to test the waters. The purpose of the trial close strategy is to help you know when to ask for the order.
If you follow Lily’s example, you can:
1.) Fin
d out what is most important to your prospects, and
2.) Get feedback from your customers on how they feel about your sales presentation, and
3.) Increase sales without high-pressure sales tactics.
Exactly what the word implies, a trial close is a test to see how near the prospect is to buying. And it may be used any time prior to the close. Without the risk of a final “NO,” (and rejection), a trial close is like a report card that tells you how the prospect is accepting your presentation.
Examples
“How does that sound to you?”
“Am I going in the right direction?”
“What do you think about this, so far?”
By asking these – and similar – questions, you are giving the customer the opportunity to let you know how she or he feels about your company, products, services and/or benefits, based on your presentation. Sometimes the answers you get are so strong that you won’t have to close at all – you’ll do what Lily Ellerton does – just write the order!
About The Author
Ann Barr is a telesales marketing success coach with a passion for teaching. She loves helping people who are starting out in new telesales careers and working with experienced sales reps who are looking for new ideas and tips. In addition to presenting monthly e-classes, she writes and edits direct-mail marketing letters and emails for clients. Sign up today for Ann’s free Weekly Sales Tips and get marketing tips and ideas to increase your sales!
10 Responses to “Lily’s Secret to Selling Without Rejection”
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Brilliant post, nicely done. And thanks for mentioning all that info – you have introduced to me to three new blogs and I love them all! Cheers :)
Hi Normand, I appreciate your comment. Glad you like the blogs!
I was very pleased to find this site.I wanted to thank you for this great read!! I definitely enjoying every little bit of it and I have you bookmarked to check out new stuff you post.
Thank you, Arnoldo. Glad you found it interesting.
Great article 9/10! Bookmarked :)
Laura, thank you for visiting. I’m glad you liked the article!
Useful information, many thanks to the author. It is puzzling to me now, but in general, the usefulness and importance is overwhelming. Very much thanks again and good luck!
Shante, I’m glad you found the information useful.
Thank you for sharing the info. I found the details very helpful.
Glad you found the info helpful, Chong. Thank you for your comment!